Forecastable's Education Center -- The best advice on building partner programs that produce forecastable revenue.
What is partner multithreading? Short answer: Partner multithreading is having more than one real relationship engaged on both sides of a co-sell deal, on your side, the partner’s side, and inside the customer. Tracking it means counting those threads on each deal so you can see which co-sells rest on a single person. It matters […]
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What a B2B partner marketing strategy is Short answer: A B2B partner marketing strategy is the plan for how you market to partners, through partners, and with partners, so partner relationships turn into pipeline rather than logos on a slide. It works when each of those three audiences has its own goal and the whole […]
What a channel partner marketing plan is Short answer: A channel partner marketing plan is the written, one-page artifact that says what you and a partner will do together this quarter to source pipeline, who owns each part, and how you will measure it. It turns a marketing strategy into a specific set of commitments […]
What a channel partner marketing strategy is Short answer: A channel partner marketing strategy is the plan for generating demand through your partners, using co-marketing, funding, and partner-ready assets to produce pipeline in their markets. It is a through-channel motion you design and fund, not a one-off co-branded webinar you run when someone remembers to. […]
Co-sell is the joint sales motion where two companies pursue and close the same deal together. The motion works when both sellers can name the same buyer, the same use case, the same forecast date, and the same next step. It fails when the relationship is friendly but the deal mechanics are not shared. Get […]
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Alex Buckles
Partner conversation intelligence is the application of AI-powered call analysis (the technology Gong, Chorus, and Clari pioneered for direct sales calls) to partner-facing conversations: joint customer calls, partner manager check-ins, joint discovery calls, and partner activation sessions. Unlike direct-sales conversation intelligence, partner conversation intelligence has to handle two distinct speakers from different companies, attribution of […]
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Alex Buckles
Partner attribution disputes kill deals when resolved late. Learn the three-step protocol to surface disagreements early, apply a written tiebreaker rubric, and escalate to a neutral reviewer—before the deal cycle matures.
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A Co-Sell Plan is not a mutual action plan with a partner column added. It is a different document. The difference is the whole reason a co-sell program either closes deals or just shows up in a pipeline report.
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Short answer: Atlassian’s Komal Shah said it on the ELG Summit stage: five to eight partners are now involved in each enterprise deal. However, most partner-program architectures, the deal-reg system, the comp plan, the partner-manager assignment, are still built for one partner. Therefore, the cadence problem is structural. Specifically, four operating layers, the shared mental […]
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WorkSpan is an enterprise co-sell management platform best known for its hyperscaler integrations (AWS ACE, Microsoft Partner Center, Google Cloud Marketplace) and for managing complex multi-party co-sell motions inside large alliances organizations. Buyers shop alternatives when they want a lighter co-sell layer, account-mapping-first ecosystem data, or a modern PRM that handles partner enablement alongside co-sell. […]
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A Co-Sell Plan is a three-party joint action plan between a vendor, a partner, and a shared prospect. Unlike a Mutual Action Plan, it adds the partner as a named participant with their own commitments and economic outcomes. It’s the operating discipline that turns partner relationships into forecastable pipeline.
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A Co-Sell Alignment Specialist is the operational role between a vendor’s sales team, a partner’s team, and a shared prospect. It runs the cadence of a Co-Sell Plan, captures attribution, and escalates when deals stall. It’s the role most partnerships orgs are missing, and the reason cycles plateau at one overworked partner manager.
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Alex Buckles
Forging strong partnerships has emerged as a core to how B2B revenue actually compounds, but the market demands not just innovation in products and services, but also strategic alliances that can extend reach, enhance offerings, and ultimately drive revenue. Let’s dive into the system for sourcing revenue from large SaaS partners, with the practical playbook […]
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Knowing how to leverage partners to win deals opens the door to endless opportunities. As a sales manager, fine-tuning the tag-teaming approach – strategically choosing which partners to bring in and why – can significantly impact your sales cycle. Being on the front lines lets you see how wins happen across the organization, build relationships […]
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